- Do you dread the thought of going to your industry’s next trade show?
- Do you loathe the idea of lugging brochures, putting up the booth and standing on your
feet all day?
- Do your trade show leads never pan out?
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- List of tips by sales and management consultant Dr. Martien Eerhart.
- You’re sure to find at least one idea to create some sales from your next trade
show efforts.
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| Qualify the prospect at the event |
Ask questions about what they look for in your type of product or service. |
| Ask, "Are you shopping price or value?" |
Make a note on the back of their business card as to their level of interest. |
| Find out how your prospect would like to be contacted |
It is amazing how many people walk away after they express interest and take your
literature, without leaving their business card. |
| Gain visibility |
The number one way to attract attention according to research by Global Gateway (1999)
is by using balloons. Somehow that attracts more people to your booth. |
| Maintain an open posture |
Stand next to the booth table or in front of it. Don't allow the table to create a
barrier between you and your visitor. |
| Get active |
- Who was your Gym teacher in 7th grade?
- What was your English teacher's name that year?
- If you are like 81% of the population you remember the Gym teacher, but not the English
teacher.
- Why?
- Because the first teacher involved you in action and activity.
- Apply this rule to your booth.
- Have people take a golf swing, or do something active, so they remember you!
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| Greet them |
- When people walk by, make eye contact, and greet them.
- If you really want to impress them, look at their name tag, and greet them by name!
- If they are somewhat interested, they will approach you more readily.
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